Primary Purpose of the Job:
This is a pre-sales job, with responsibility for supporting sales opportunities with new prospects and existing customers, from the early phases of demand generation, opportunity detection and creation of customer s need up to the solution architecture, response to RFI/RFP/RFQs, software demonstration, involvement in proof of concept and technical clarifications
The job is primarily customer facing and requires a desired balance of professional pre-sales skills, technology application to solve operational user requirements, and industry knowledge of our served market.
The TSC must be able to articulate the customer key business requirements into functional specifications and clearly/concisely document the results into professional functional presentation/demo.
The TSC must then be able to define a Solution Architecture (logical, Functional, Physical & Software) addressing these key business requirements in the context of an Enterprise Software Solution. The TSC takes the technical lead during the Solution Consulting phase of an Enterprise Solution Pursuit.
Once the opportunity is won, the TSC participate to the handover to the services team who will be in charge of the implementation of the solution.
Internal: While primarily working with the regional sales team, the job also involves close interaction with the BU teams including product management, product marketing, product development as well as professional services.
External: Customers, partners
1- Obtain & maintain the customer s confidence and respect as the technical solution expert.
2- Define the customer-specific Solution based requirements and alignment with AVEVA products.
3- Contribute to the definition of standardization
4- Present the solution using a blend of presentation and live demonstration
5- Lead pre-sales activities relating to preliminary solution architecture definition
6- Support definition workshops involving cross-functional teams to define the solution architecture and system level interfaces and data flows
7- Contribute to the technical proposal
8- Support proof of concepts and/or pilots
9- Educates customer on new products & best practice
10- Be a critical input channel to product management and marketing on any aspect of the products, marketplace, and most importantly, the customer perspective
Overall experience must be more than 12 years in industrial software space.
This experience shall include some or all of these aspects:
Pre-sales & solution architecture experience for large and complex industrial software solution organization
Experience in architecting large scale and repeatable cloud based enterprise solutions and deploying enterprise software solutions in one or more of the major cloud service providers (Amazon Web Services, Azure, Google Cloud, etc )
Have experience providing IT infrastructure support to large user groups requiring high performance connectivity and availability
Have experience deploying IT solutions for multisite environments, particularly widely geographically diverse locations
Have experience managing data security requirements and access rights management,
Eng. Graduate degree.
Master s degree/post graduation is plus.
Has a thorough understanding of Control, Operations and Information Management and cloud-based technologies & architecture and how these can be mapped to the AVEVA based solution set
Understanding of positioning the AVEVA solutions portfolio and can use this knowledge to design the most appropriate architecture and technology guiding the customer to AVEVA s solutions is plus
Can respond creatively to a wide variety of customers' needs and requirements and understand them in terms of our capabilities.
Senior Technical Sales Consultant with proven experience defining level 2 (HMI/SCADA) and 3 (MES/MIS) and level 4 (ERP) systems and good understanding of SAP (experience on SAP an asset) and ERP/MES Integration is a big plus
Strong technical background and leadership.
Good communication and leadership skills
Ability to support a cross-functional definition workshop involving people from the business, business systems, IT and factory floor domains.
Ability to interact with external companies, third party software editors and system integrators.
Ability to communicate with people at all level and challenge customer
Ability to define system architectures (high level, functional, logical and detailed) interfaces and data flows at an abstract level independent of specific technologies.
Experience with process and data definitions and flows at an enterprise level. This involves taking a big picture process / data view
Experience defining/designing transactional based systems and optionally, business level systems.
Aptitude for problem solving, innovative thinking in a sustainable way. Strong problem solving aptitude and ready to accept new challenges to manage internal and external customer expectations.
Technical Proposal Preparation
Strong aptitude for Sales
Wonderware Products Certification(an asset)
Microsoft Certification(an asset)
AVEVA is an Equal Opportunity Employer and we take pride in the diversity of our employees, valuing the special experience and expertise that people from different backgrounds bring to our business. The ability to develop ground-breaking technologies is one of our key assets and our people make it happen.
Come and join AVEVA to create the transformative technology that enables our customers to engineer a better world.
Concerning agencies: Aveva does not accept unsolicited resumes and will not be responsible for fees related to such
The Schneider Electric industrial software business and AVEVA have merged to trade as AVEVA Group plc, a UK listed company. The Schneider Electric and Life is On trademarks are owned by Schneider Electric and are being licensed to AVEVA by Schneider Electric.